David Ly Khim

I'm a Cambodian-American entrepreneur and growth practitioner. Currently building Omniscient Digital, an organic growth agency helping B2B software companies turn SEO, LLMs, and content into revenue growth channels.

Previously, I was Head of Growth at People.ai where I led the implementation of a product-led growth motion for the new freemium products, PeopleGlass and ClosePlan, overseeing product strategy, go-to-market, and customer acquisition initiatives.

Before that, I spent 6 years working on HubSpot's freemium business through multiple cross-functional projects including: driving the implementation of referral loops across the free product, bottom-of-funnel content strategy, and business development.

One key project I worked on was developing and executing a strategy to acquire users through marketplaces and integrations, which required collaboration across marketing, business development, and multiple product teams. This resulted in spinning up a new Growth Acquisition Team in Dublin. We revived and grew adoption of (a previously sunset) HubSpot WordPress integration from 8k to 110k+ installs (adopted by 22% of the customer base), drove 1000s of product signups a month, and influenced $3.6M+ in ARR. 

Skills: product management, growth experimentation, growth marketing, data analysis, user research, user acquisition, project management, SEO, content strategy, partnerships

Personally, born and raised in Long Beach, CA, now based in Boston. Into weight lifting, running, Muay Thai, reading, and whiskey. Not all at the same time.

Co-Founder, Head of Strategy & Operations

There was a period in SEO where you could win without ever talking to a customer.

Pull some keywords from ahrefs.
Write and publish some optimized pages.
Rank, bring in traffic.
Profit (maybe).

That era has been over but you'd be surprised at how many teams are still trying to run that playbook.

The teams winning now have a deep understanding of their customers' psychology

They know their customers’ pain points, ambitions, and the language they use. And it shows up in the content.

One company we work with sells financial planning software.

They’re frequently cited in ChatGPT.

It's not because they publish a bunch of listicles.

Instead, they've become a resource to help financial planners how to become better at what they do and to build their book of business. They share methodology. They have a point of view. They build topical authority.

So their brand get referenced even when someone isn’t asking ChatGPT for software recommendations.

They appear early and often in the customer journey.

If you’re not deeply embedded in your customer’s world and speaking to what they actually care about, you might be publishing content into the void.

Co-founder at Omniscient Digital | Ex-Growth @ HubSpot, People.ai

LLM visibility is having its vanity metric moment.

We just swapped keywords for prompts.

When measurement is unclear, marketers default to what’s easiest to count.

That’s the streetlight effect.

If you drop your keys at night but the only light is under a streetlamp, you search under the streetlamp. Not because the keys are there, but because the area with the most visibility.

In GEO, the streetlamps are:
- Category prompts (“best CRM for startups”)
- Trackable clicks from ChatGPT referrals
- Rankings for a small set of queries

Those are fine.

But if you only optimize for what you can measure, you miss what’s actually happening:

Whether we like it or not, this is the current nature of LLMs, where much of the influence they drive is upstream of measurable behavior.

It’s the same dynamic as zero-click LinkedIn content.

You read a post.
You remember the brand.
You search later.

Attribution says “organic.” Reality is “influenced by a LinkedIn post many weeks ago”

So what do we do?

- Track the streetlamp metrics
- But build a strategy for upstream influence
- And accept that all decisions include some level of uncertainty. Properly collected and analyzed data can reduce that uncertainty, but never eliminate it.

A month ago, G2 agreed to acquire Capterra, Software Advice, and GetApp.
Why does this matter for AI visibility?

One company will now control four of the most authoritative review domains in B2B software.

When a buyer asks ChatGPT "best CRM for a 200-person company," the sources cited in that answer shape the shortlist.

Review sites are heavily cited at this stage of the customer journey, the exact moment they're narrowing down their options.

Cate analyzed 25,000+ AI citations across ChatGPT, Perplexity, AI Overview, AI Mode, and Gemini and found something interest:

When you model the four domains together, G2's share of AI citations in bottom-of-funnel prompts jumps 76%.

They move from the 4th most-cited source to #2 (behind only Reddit).

In social proof queries specifically (customer reviews, case studies, testimonials), their combined share would give them a 93% citation lead over the next closest domain.

This is a consolidation play for the AI layer, not just the review layer.

For B2B software companies, the implication is straightforward:

The surfaces that influence AI answers are consolidating. If your review presence is weak on G2 and its new properties, you're losing influence at the point in the buyer journey that matters most.

Link to the full analysis in the comments.

I didn’t start my career thinking I’d become a GTM (Go-to-Market) engineer.
In fact, my journey began with words, not workflows—as a content writer.

But as I wrote campaigns, I kept asking myself: “What happens after the message is sent?”
That curiosity pulled me into outbound prospecting—where I learned how strategy, data, and execution come together to generate real pipeline.

Soon, I wasn’t just sending campaigns. I was building systems:

Designing outbound email strategies

Running experiments to improve deliverability

Automating workflows with tools like Clay, n8n, and Zapier

Setting up domains, integrations, and QA processes so nothing slipped through

Every step, I was moving closer to what I now see as my calling: GTM Engineering.

💡 For me, GTM isn’t just about campaigns. It’s about building scalable, automated growth engines that allow sales and marketing teams to focus on what they do best—closing deals and building relationships.

That’s why I’ve taken on a 60-day upskilling challenge—from Python scripting to sales operations automation—documenting my journey and sharing my learnings. Because I believe expertise isn’t built overnight; it’s built in public, step by step.

🌍 My goal?
To become part of the top 1% of GTM engineers, known not just for execution, but for vision, helping companies design systems that make growth inevitable.

If you’re building outbound systems, exploring GTM automation, or just curious about where sales and engineering intersect, let’s connect.

Supriya Agrahari

We played a small game at our Bali offsite.

We asked Jani Vrancsik, our CEO, to tell each of us what he thinks our biggest strength is.

When it was my turn, he said,
 “Your attitude. You’re very let’s-get-it-done.”

That was it.
No big speech.

But it stayed with me.

Because sometimes it’s not about skills or titles.

 It’s about how you show up, every single day.

There’s something powerful about being appreciated for your strengths.
 It makes you want to show up even more.


#BehindTheScenesAtOurOffsite
#LeadershipMoments
#Appreciation
#TeamMoments
#GrowthMindset
#WorkCulture
#AttitudeMatters
#Grateful
#OffsiteMoments

GTM Engineer | Researching how AI reshapes language & creativity | Deliverability, Clay, Automation Workflows

GTM meetings are like:

“We need more leads.”

When the real issue is:

• unclear ICP
 • messy handoffs
 • no follow-up discipline




#GTM
#GoToMarket
#RevenueOperations
#B2BSaaS
#SalesOps
#RevOps
#B2BMarketing
#GrowthStrategy
#ScalingSaaS
#BuildInPublic
#GTMdesk

I’ll be honest 

This is something I’ve seen up close, not just theorised.

Having worked with different mid-to-large orgs, one pattern keeps repeating:

Everyone is exhausted.
Everyone is “busy.”
And yet… progress is slow.

When I zoom into a single GTM campaign, here’s what I usually find:

• One person thinking strategy + writing copy
• One person building lists
• One person doing CRM + tracking
• One person managing SDR execution

Four roles.
Multiple handoffs.
Endless alignment calls.

And somehow, the ICP still gets fuzzy.
Messaging still breaks between marketing and sales.
Execution still takes a full week.

What bothers me is this:

I know this can be done by one strong operator.
Because I’ve done parts of it myself.
And I’ve seen what happens when context stays with one person.

No waiting.
No translation loss.
No “that’s not my scope.”

Just:
clear thinking → clean execution.

That’s why I’m convinced GTM mastery is real leverage right now.

Not tools.
Not job titles.
Not bloated teams.

One person who understands:
• the business
• the buyer
• the data
• the systems

And uses AI + ops to move fast.

My honest prediction?

Way fewer traditional 9–5 roles in tech.
Smaller teams.
More solo or micro GTM operators running multiple accounts.

Scary for some.
Liberating for others.

I’m choosing to build depth, not hide behind roles.

Because the future doesn’t reward being busy.
It rewards being effective.

#GTM #GTMEngineering #GoToMarket #AIinMarketing #RevOps #Outbound #BuildingInPublic

Most GTM engineers are busy sending more emails

I got better results by reading the replies

- When someone says no — that's data
- When someone ignores you — that's data. 
- When someone finally says yes — that's data too

I just built a system to collect it all and use it in the next campaign

observe → test → improve → repeat

That's the whole game.

What are you learning from your data this week?


#GTMEngineering
 #GoToMarket
 #B2BSales
 #GrowthEngineering
 #Outbound
#ResearchMindset
#AIinSales

The fastest way to experience heaven and hell?

Work in a GTM team.

9:02 AM
“Loved your email. Let’s book a call.”

9:07 AM
“Your domain reputation has dropped.”

Same campaign.
Same morning.

GTM is basically:

• Celebrating the pipeline
• While fixing deliverability
• While writing new copy
• While explaining to leadership why open rates dropped

Chaos.

But the moment a meeting gets booked…

Suddenly, everything feels worth it again.

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taplio

The Battle

David Ly Khim

Supriya Agrahari

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Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}David Ly Khim's LinkedIn Performance

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